Using sales decks as a conversation tool
Sales decks are often just static presentations, but are most valuable when they encourage an open dialogue. See how we built a deck to engage, learn from, and persuade prospects through discussion.
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The Overview #2
This week, a focus on early stage startup customer development, learning, and research. Hi, This is The Overview, a weekly roundup of noteworthy B2B SaaS stuff. You’ll find interesting tweets and articles from around the internet, plus highlights from my personal swipe file. This week I’ve focused on early stage startup customer development, learning, and research….
Teardown: Xerox value messaging
Xerox went from competing on price to selling value. Find out how their messaging fits the Value Nugget framework to link product features and benefits with values and proof points.
The Overview #1
New weekly roundup. This week: interview with me, the TAM Traction Treadmill, a question you should always ask, and persona no-no’s. Hi, Today I’m introducing The Overview, a weekly roundup of noteworthy B2B SaaS stuff. You’ll find interesting tweets and articles from around the internet, plus highlights from my personal swipe file. You’ll get it…
What is “value”?
Ignore weasel words, and describe your product in a way that cuts through to the heart of someone who cares, by communicating the unique value your product delivers.
Understanding your prospect’s change environment
Your win rate will depend on how likely prospects are to take action – but their internal atmosphere may hold them back. How do you recognize and react to difficult change environments?
Three Product Marketing Ops processes to set up now
Build a continual flow of customer insight, competitor intel, and sales feedback for better decision making.
Four ways to highlight the “pain of same”
Your biggest competitor is inaction. How do you light a fire underneath your stakeholders and motivate them to act now?
Overcoming product roadmap sales objections
How to educate sales and success teams on the product roadmap, and use simple tactics to navigate feature objections.
How to always win, even from deals you lost
Three steps to implement a tight and structured win/loss analysis program that generates usable sales, product, marketing, and strategy insights.